Win More Work At Higher Prices

A Case Study

How do you transform the pricing capability of a firm with thousands of partners? How do you do this quickly, cost effectively and ensure the learnings stick? That was the challenge one of our clients sought to address.

Background

Working alongside our client – and complementing several pricing initiatives already underway – we developed a tailored pricing training program with the firm’s learning and development team and key partners that could be easily shared across the organization through a combination of training videos and interactive ‘question and answer’ segments, to highlight key themes covered and reinforce learnings.

To encourage ongoing pricing conversations and further consolidate learnings, a series of more personalized ‘in-person’ events exploring in detail some of the key themes covered are also being held.

The training was subsequently broadened to not only include those who are directly involved in commercial conversations with clients, but also those across the wider organization as a means of helping introduce – to many for the first time – fundamental pricing skills.

Positive Pricing's Approach

We were engaged to work with firm’s Learning and Development Team to tailor the right pricing training program.

Together, we approached our task in two key stages:

  1. The client wanted to have the opportunity to deliver the training program virtually, in an interactive fashion – Q & A style
  2. To ensure continuous learning and development that supports the changing economic climate

To encourage ongoing pricing conversations and further consolidate learnings, a series of more personalized ‘in-person’ events exploring in detail some of the key themes covered are also being held.

This engagement was relatively quick to implement with over 2,000 senior members of the firm having undertaken the training to date.

Key Findings & Results

A further program is planned for next year to build upon the key pricing themes initially covered and to provide support for the changing economic climate.

Talk To Us

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The Pricing Masterclass provided practical strategies to help us win work, analyse pricing risks, and promote value internally and externally. It presents all sides of the equation: clients, partners, back office, and more. We immediately capitalised on what we learned. Thanks for a fantastic and interactive workshop.

Peter Lane Secor
Director of Strategic Pricing and Project Management
Pepper Hamilton, Boston

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